Revenue Storm

MARCH 14, 2023

Well, maybe not, because you may have been told one of the following buyer excuses: #1: “I am the decision maker.” – This is the classic of all deceptions. In a complex B2B sales cycle, there is rarely one decision maker. Remember, our mission is to find the other buyers and influencers and broaden our value proposition.

Procurement 78

Procurement Value Proposition Decision-making B2B 78

Red Star Kim

JUNE 15, 2023

Financial information, adverse filings, directors and managers, financial strength metrics such as credit scores and ratings and CCJs, shareholders, subsidiaries and branches, company structures and the corporate family, M&A activity and rumours, industry descriptions, SIC codes and research, news articles from various high profile sources.

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Revenue Storm

JULY 13, 2021

So, we need to align our proposition with a business priority of one or more senior client executives that have the power to assign budget, commit resources, and most importantly, say YES to our business proposition – the real decision makers. This will get them to meet with us. How do we do that?

Value Proposition 78

Value Proposition Procurement Suppliers Profitability 78

Red Star Kim

OCTOBER 19, 2023

This article supplements the learning resources from the session. Finding a suitable location (quiet and without interruptions) to make calls when working in an office environment was sometimes a challenge. We explored the fundamentals of relationships, managing inbound calls and planning outbound calls.

Emotional Intelligence 130

Emotional Intelligence Value Proposition Decision-making Digitalization 130

Luminas Strategy

JANUARY 15, 2024

Strategic planning is a common organizational practice that, when done properly, will increase the likelihood that an organization will meet its goals. The article contends that the solution to more effective planning lies not in additional analysis but in increased honesty. How special is the one thing that makes our business special?

Customer Value 52

Customer Value Supply Chain Value Proposition Advertising 52

Arpedio

DECEMBER 20, 2023

In simple terms, a prospect is a potential customer who has shown interest in a product or service and who meets certain criteria that make them a viable target for sales efforts. Key Takeaways: A prospect is a potential customer who has demonstrated interest in a product or service and meets certain criteria.

Decision-making 52

Decision-making Business Growth Value Proposition Prioritization 52

Revenue Storm

FEBRUARY 15, 2022

Typical decision-makers in each client where you can deliver value or create Partner Allies: IT, Finance, Marketing, Sales, Operations, Engineering, Regulatory, Strategy, HR. Activity Goal: One meeting with a new decision-maker each week. Here is a sample activity plan for a strategic account manager: Five Clients.

Value Proposition 78

Value Proposition Sales Global Accounts Account Management 78

Arpedio

APRIL 29, 2024

The ultimate aim is to create a strategic approach tailored to meet the specific requirements of each individual client. By the end of this article, you will have a clear understanding of the importance of a well-defined sales account plan strategy in driving sales growth and fostering lasting client relationships.

Account Planning 52

Account Planning Client Relationships Value Proposition Sales 52

Revenue Storm

FEBRUARY 16, 2021

“Pick me up at the airport and you can brief me about the client on our way to the meeting.” As a young salesperson, I believed just getting one of my senior executives to meet a client was a success, often disregarding the achievement of a tangible outcome. What are we going to ask our client to do as a result of our meeting?

Value Proposition 78

Value Proposition Sales Meetings Decision-making 78

Flevy

FEBRUARY 26, 2024

This article explores the key KPIs associated with Digital Transformation Strategy, highlighting their role in facilitating informed decision-making and effective strategy implementation. Furthermore, the fast-paced nature of Digital Innovation can make it difficult to maintain a competitive edge.

Digital Transformation 52

Digital Transformation Digitalization Management Innovation 52

Nutshell

JUNE 5, 2020

When GumGum , an AI image recognition software firm, wanted to reach decision-makers at T-mobile, they knew that traveling the beaten path of sending outbound emails wouldn’t work. . And within a few days, a meeting was set and GumGum won the account. . Related: What’s the craziest thing you’re ever done to make a sale?

Procurement 96

Procurement Value Proposition B2B Decision-making 96

Arpedio

FEBRUARY 14, 2024

In this article, we will dive into the essential elements and strategies that make up successful strategic account planning. By implementing strategic account planning , businesses can gain a deeper understanding of their customers’ needs, set clear objectives, and develop effective strategies to meet those objectives.

Account Planning 52

Account Planning Account Management Value Proposition Stakeholders 52

Arpedio

FEBRUARY 14, 2024

In this article, we will dive into the essential elements and strategies that make up successful strategic account planning. By implementing strategic account planning , businesses can gain a deeper understanding of their customers’ needs, set clear objectives, and develop effective strategies to meet those objectives.

Account Planning 52

Account Planning Account Management Value Proposition Stakeholders 52

Revenue Storm

MAY 10, 2022

A senior sales leader told me recently that in their weekly staff meetings the CEO went from talking to the CHRO last to addressing them first, recognizing that people were the company’s greatest risk. Can it make people’s jobs easier or less stressful, helping to improve employee wellness and retention?

Supply Chain 78

Supply Chain Value Proposition Financial Services Finance 78

Red Star Kim

JULY 11, 2022

There are lots of articles on internal communications, buy-in and stakeholder engagement. Modern CMOs see their role as guiding and inspiring thousands in their firms to communicate consistent brand values and messages. Meet with BDs to talk through their strategies. Delegate key takeaways and actions. Review our business plan.

Innovation 130

Innovation Marketing Stakeholders Value Proposition 130

Hubspot Sales

AUGUST 21, 2023

As such, it’s crucial to make your communication clear, to the point, and relevant. At the same time, it’s important to make it about them. If they've opted into consideration or decision stage content , you can ask them more pointed questions to drive them to a purchasing decision. Push your value proposition.

Sales 98

Sales Decision-making Value Proposition Meetings 98

Hubspot Sales

MARCH 22, 2021

Have you ever come up against a decision maker who is glaring at you with arms crossed (in person or via a video call), daring you to take up their time? The best way to engage them in a meaningful conversation — while building credibility, trust, and rapport — is by telling a value-based story. 3 Steps to Create Value-based Stories.

Shareholders 128

Shareholders Value Proposition Decision-making Communication 128

Hubspot Sales

AUGUST 21, 2023

But even though you're making progress, you still feel like you could be doing better. A solid proposal can outline your value proposition and persuade a company or organization to do business with you. If they've sent you an RFP, make sure you read it carefully, so you know exactly what they want. It's finally happened.

Value Proposition 98

Value Proposition Media Decision-making Communication 98

Apptivo

OCTOBER 8, 2021

Likewise, a series of sales stages will together make up your sales pipeline depending on your business. Here, the sales representative can assess if the prospect is the right fit for your business and provide product materials like ebooks, articles, and webinars to offer a better understanding of your products and services.

Sales 98

Sales Decision-making Advertising Value Proposition 98

Account Manager Tips

AUGUST 9, 2022

At some point they meet a seller who believes they have the solution. Along the way, both make compromises until those discussions reach a conclusion: The buyer can solve the problem on their own. Understood buying and decision making process and criteria. Connected with key stakeholders and decision makers.

Negotiation 130

Negotiation Value Proposition Brainstorming Suppliers 130

Arpedio

FEBRUARY 14, 2024

In this article, we will explore the concept of the land and expand strategy and how it can fuel your business expansion efforts. Moreover, establishing a foothold provides businesses with an opportunity to test the waters and fine-tune their products or services to meet the specific needs of the target market.

Supply Chain 52

Supply Chain Decision-making Government Marketing 52

Arpedio

JANUARY 3, 2024

In this article, we will explore the differences between direct sales and channel sales and provide insights on choosing the right sales strategy for your business. It’s essential to have a deep understanding of the characteristics of each sales strategy to make an informed decision.

Sales 52

Sales Profitability Value Proposition Retail 52

Hubspot Sales

AUGUST 12, 2020

Today, the information that buyers need to make a purchase decision is just a click away. These steps add zero value to the buyer because all the information they get in these meetings can be found without a sales rep’s help. In the decision stage, buyers have decided on a solution category.

Sales 139

Sales Decision-making Healthcare Value Proposition 139

ClearPoint Strategy

JULY 28, 2021

In this article, we’ll give a strategy map definition, walk through building a map, and explain why it’s so important to your strategy. The map is created during the strategic planning process and is used as a primary reference material during periodic strategy check-in and review meetings. Customer intimacy. Operational excellence.

Value Proposition 98

Value Proposition Software Software Government 98

Revenue Storm

APRIL 12, 2022

If you are not in a new sales role, you can benefit from this article too! You do not need to assess whether this is a reasonable expectation or not yet, the other steps will help you make this determination. What buying roles typically sign off on the purchase and what are they looking for in their decision-making?

Sales 78

Sales Value Proposition Decision-making Management 78

ProlifIQ

NOVEMBER 9, 2022

That means when a conversation begins with your selling team, it can be assumed that most of these people aren’t going into their first discovery meeting blind. Only then can you put together a true value proposition for each unique buyer. Here is where account planning can really make or break your selling strategy.

Leadership 52

Leadership Account Planning Sales Leadership Stakeholders 52

Hubspot Sales

APRIL 4, 2023

Explain your thought process and decision-making. I enjoy the process of analyzing complex data, identifying patterns and trends, and using that data to make informed recommendations. Identify one or two relevant examples demonstrating your ability to meet the expectations outlined in the job description.

Supply Chain 105

Supply Chain Leadership Construction Artificial Intelligence 105

Arpedio

FEBRUARY 15, 2024

From attracting prospects to nurturing leads and guiding them towards a purchasing decision, pre-sales serves as the backbone of a successful sales process, laying the foundation for meaningful relationships and sustainable growth.

Decision-making 52

Decision-making Sales Customer Experience Value Proposition 52

Insightly

NOVEMBER 1, 2022

These strategies underpin the process of managing customer data, helping to ensure you make the most of the information you gather. Increase customer lifetime value (CLV): CRM models can help you increase CLV across every client relationship. CRM Models: How They Can Boost Customer Profitability. Three Common CRM Models.

Profitability 52

Profitability CRM Value Proposition Customer Experience 52

PandaDoc

DECEMBER 19, 2022

In this article, we share how leads, prospects, and customers form the backbone of an effective sales process, enabling sales teams to tackle fatigue and sometimes mundane work. You’ll also find a roster of valuable prospecting techniques and an in-depth look into what makes for a good prospective customer. Awareness of the pain point.

B2B 98

B2B Sales Decision-making Publishing 98

LinkedFusion

NOVEMBER 30, 2020

When sending these messages, make sure that you are offering some value. Examples of value propositions include beneficial legislative changes, a newsletter, or a link to a valuable article. You can make use of LinkedIn’s platform to publish the article then share its link via a private message.

Value Proposition 52

Value Proposition Publishing eCommerce Construction 52

Showpad

JUNE 8, 2020

Not to mention the fundamental difficulty of making sure customer-facing teams are using on-brand, up-to-date content when they’re miles away and operating in the dark. This failure to understand engagement throughout the buyer journey makes it even more difficult to prioritize already limited time and budget. Same old obstacles.

Marketing 52

Marketing Value Proposition Digital Transformation Sales 52

Nutshell

APRIL 28, 2020

If you’re a salesperson, this working arrangement has probably been a tough transition—making sales calls from your kitchen table while the kids fight over the remote in the living room isn’t what we’d call an ideal work environment. Make Comfort a Priority. We suggest checking to make sure that it is.

Remote Working 121

Remote Working Sales Software Software 121

Blue Canyon Partners

JUNE 12, 2020

As discussed in our previous article , the first step is to anticipate trends that impact your business. And, their offer and value proposition must accompany this approach. To do so, make sure these related questions are answered: Where are we advantaged and disadvantaged? How should we transform our business model?

Suppliers 52

Suppliers Value Proposition Digitalization B2B 52

Blue Canyon Partners

JUNE 12, 2020

As discussed in our previous article , the first step is to anticipate trends that impact your business. And, their offer and value proposition must accompany this approach. To do so, make sure these related questions are answered: Where are we advantaged and disadvantaged? How should we transform our business model?

Suppliers 52

Suppliers Value Proposition Digitalization B2B 52

Revenue Storm

JANUARY 12, 2021

We all know superior relationships can offset deficiencies in our value proposition, whether it be in the solution or our pricing. On phone calls or web meetings, it is easy to reach for the mute button or go off camera to avoid interaction or decisions. We can end up with deals stalling while waiting for client action.

Virtual Selling 78

Virtual Selling Value Proposition Sales Communication 78

Hubspot Sales

JUNE 5, 2018

Your sales pitch can make or break the deal, so it’s a good idea to have that nailed down before meeting with your customer. It’s your opening line, your verbal business card, and the first thing your customer will hear when you call or meet with them. Make it real and tangible. Share industry validation and awards.

Sales 144

Sales Artificial Intelligence Value Proposition Decision-making 144